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Where to Find Killer-Good Leads

“Where Do I Find Good Leads?”

I get this question all the time. In the old days, we used to buy lists and then dial for dollars. Depending on the age of the list, there was a high probability that either the company was out of business or the contact was long gone.

Today, lists are still available. As for the accuracy, well, I don’t think that will ever change: For years, I’ve given the name “Desmond Farquharson” to anyone who called to ask for the Office, Accounting, Shipping or any other Manager’s name. Today, he gets mail, credit card applications, and of course, phone calls. Desmond is my 14 year old black lab.

But that is not what I wanted to blog about….

I picked up the Wall Street Journal recently and read the following headline:

“Big Banks Join Battle For Online Payments”

It seems that Bank of America, Wells Fargo, and J.P. Morgan are racing to battle PayPal for the ability to allow its customers to transfer money via cellphone and email. As a PayPal customer (if you have children, I strongly urge you to check out the capabilities of their Student Debit Card), I can vouch for the usefulness of this service. At stake is “billions of dollars in credit card, overdraft, and checking fees each year” according to the article.

So what, you ask?

So there’s a killer opportunity in them-thar words and inquiring print minds need to see it for what it is.

Banks are interested in signing customers up to their online banking services. Once they do, you see, customers are far less likely to bolt for a competitor. Now, if you have to ask “So what?” again, you might want to look into many of the fine employment opportunities at WalMart because short of me making the calls for you, I am not sure what else I can do to help.

Here’s the question, then: How can you help a bank to accomplish this goal? What if they called you and asked for help, do you have the skills? The equipment? The interest? Do you understand what you need to say to a prospect in order to gain an appointment or you can have that kind of conversation?

Applications like this appear every day in the WSJ and the wise print sales reps grab them, make them a part of a prospecting process, solve problems and earn orders. For the rest of you, no, Desmond cannot come to the phone. He’s napping.

Check out Bill’s Sales Resources page on the NAPL website. Call him at 781-934-7036 or email bfarquharson@napl.org Â

Farquharson, Leads, print sales, prospecting

About Bill Farquharson

NAPL Vice President Bill Farquharson previously served as President of Aspire For, a sales training and consulting firm in Duxbury, MA, and is a 30+ year sales veteran in the print and form industries. He has trained thousands of print sales representative, sales managers, and “selling owners” with a highly successful, no-nonsense “old school” approach. His unique training programs—The Sales Challenge, The Mobile Sales Club, and Tuesday eWorkshops—have become an industry standard for driving new business. Bill has trained and coached sales people from Xerox, Fuji Xerox, HP Indigo, Heidelberg, EFI, Konica-Minolta, and others. An active columnist and blogger for Printing Impressions magazine, PIWorld.com, he also shares two weekly electronic eblasts each week with thousands worldwide: Monday Video Sales Tip and Friday Short Attention Span Webinars. Bill received a B.A. degree in Marketing from the University of Massachusetts/Amherst and worked in sales at UARCO Business Forms, Advanced Form Systems, and Print Tec Network, prior to founding his own firm.

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